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BUSINESS INSIGHTS: Selling Green Building

Many products claim to be green or provide “energy efficiency,” so how do you select the right product and brand? Before taking on any new line or a highly specialized product, it’s critical that you ask the right questions of any prospective new supplier. Topics should range from the actual product to supplier support and how the product can deliver value to your customer and profits to you. Your questions should cover:

Reliability: What’s your track record in this category?
Product: How do you stack up against other brands?
Warranty: Is your warranty strong enough, and what’s covered?
Sales support: What type of merchandising support is provided?
Promotion: How do you expect to market and raise awareness?
Training: What type and level of PK training will you provide?
Price: What’s your value proposition?
Margin: How do you help me make more money?

Building green is still an emerging market and requires more education to change builder and contractor preferences for traditional construction methods and materials of construction. And while green may not take over traditional building, there’s a current need for innovative products and systems that offer benefits like continuous insulation, air infiltration and moisture management while still providing practical in-use benefits to the homeowner.

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